Country Update
France
Belux
Netherlands
Country Update FRANCE
Agenda
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DRIVE
Palo Alto Networks Giant Slalom V2
Marketing plan S2/2013
Best campaign S1/2013
Feedback MEE campaign
Drive Report
• 3 promotions in
progress : Aerohive, Palo
Alto Networks &
Proofpoint
• 14 resellers registered &
25 users
• 0 meeting
How to promote ?
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Registrations have to do by Exclusive Networks
Emailer/banners
Organization Drive Day (oct 11th)
Internal leader nominated : Y Wattel and V Pion
Use blitz days organized by Palo Alto to
promote Drive and register the meetings
• Use deal registration information to push reseller to register
their meeting in Drive
• Testimonial reseller
NB : New presentation on the last Monday during the sales
meeting
Giant Slalom 2 Palo Alto
• Work with the sales specialist &
sales managers
• Today 14 resellers concerned
with 2 partners who forbid promotion
• Email every month to announce the intermediate results
• Is it possible to register the deals instead of sales ?
Future events - 1
Channel conference
Presentation : facts & figures, strategy, new products
& new features
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Paris Center Défense on the 11th september
Obj : 250 resellers – sales & technical
Morning : sales & pre-sales presentation
Afternoon : technical workshops
Result : 180 attendees
Future events - 2
Fortitour S2/2013 : 11 cities
Meeting & fun
Target : resellers in region – pre sales
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Bordeaux le 17/09
Toulouse le 18/09
Marseille le 25/09
Nice le 26/09
Tours le 1/10
Nantes le 2/10
Rennes le 3/10
Lille le 8/10
Strasbourg le 10/10
Lyon le 16/10
Etretat le 22/10
Future events -3
Technical workshop with Palo Alto
4 cities
Target : resellers in region – prospect – presales
1st step in new generation FW
• Toulouse le 10/10
• Lille le 22/10
• Nantes le 14/11
• Lyon le 19/11
Future events - 4
Expert Days Aerohive
Training during 2 days
Transfer of Information
Target : resellers – pres sales
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Toulouse 9th & 10th sept
Paris 17th & 18th oct
Marseille 23th & 24th oct
Nantes 20th & 21th nov
Lyon 27th & 28th nov
Partners event for
end users
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Altius – Vidyo & Aerohive – 9th oct Boulogne
Diademys withFortinet
Nomios with Palo Alto Networks
Addon with Nutanix
Merisac/Silver Peak
DCI/Fortinet
Nware/Silver Peak
Best campaign S1/2013
NEW TECHNOLOGIES FORUM
• Exclusive Networks annual event
for the resellers
• 5 cities
• 14 vendors – workshop and face
to face
• 364 registrations & 230
attendees
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Feedback MEE campaign
End users event (only) – 2nd july in Paris
• Registration : 57/Attendees :
22 (big companies : bank, government, services…)
– 12% projects/50% technology watch/38% other project
• Opportunities detected during tlmk campaign : 5
• Interests : 78
– 25% projects/65% technology watch/10% other project
NB : we plan to organize a second event in january around
the datacenter
Social Networks
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Linkedin – 502 members after 4 months
Facebook – no target
Twitter – 107 followers
Scoop it – news on line, real time newspaper
Marketing Update BeLux
Mobile Enterprise Eco-system
• 1 seminar in June – 36 attendees: 23 resellers, 13 endusers
• Launch of MobileIron
• 4 new resellers for MobileIron and Aerohive
• Enduser Leads:
Aerohive: 9
FireEye: 8
Fortinet: 4
LogRhythm: 3
MobileIron: 10
Nutanix: 6
Sophos: 5
 until now, no extra business as a direct result of the campaign
DRIVE
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2 active promotions: Aerohive and Nutanix (special incentive, not visible on the website).
16 Resellers (MD’s) invited  6 MD’s completed Registration  4 MD’s Invited colleagues
15 Colleagues (normal reseller) invited  6 completed registration
1 Aerohive appointment has been registered
How do we promote?
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Banner in every signature
Short explanation about DRIVE in each offer
Personal communication via Channel Account Manager
Why does it not work?
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They forget …
Incentive is not high enough (?)
They don’t want to involve the distributor or vendor in the first meeting/contact with their (potential)
customer
Some MD’s block the incentive (!)
Best campaign Q3
• Fortinet incentive – Rock Werchter & Roger Waters
Best campaign Q3
• NUTANIX - 1 Million € Incentive
 the first reseller with a 1.000.000 euro deal gets 5000
euro to spend in the DRIVE shop
Marketing Plan Q4
• September
– Nutanix Technical enduser workshop
– Nutanix Channel training
– BRUCON hacking conference
Marketing Plan Q4
• October
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Sophos Solution Day
Belgacom Security Convention
Securelink Nutanix seminar
ICT Networking Drink
NetSec2013
Marketing Plan Q4
• November
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Proofpoint Technical workshop
Arbor Technical workshop
FireEye Technical workshop
Night of the Proms
Marketing Plan Q4
• December
– Dimension Data DDshow
– Belgacom Night of ICT
Feedback
• How can the Group support you better?
– Think global, act local … so everything is under control 
• Other stuff/issues?
– Difficult to get funding from som evendors because there
is no focus on our (small) region
– Advanced marketing tools (cfr marketing automation)
Country Update Iberia
Agenda
• DRIVE
• Situation Iberia
• Promotion
• Suggestion of Improvements
• Next steps / Expectation for next months
• GIANT SLALOM V2 – Update
• Country marketing plan until the end of the year
3 main activities
• Situation Iberia
• Spain
• 2 active users: Acuntia (2nd) & Unitronics (8th)
• 18 Pre-registered partners: BT, Grupo ICA, Impala, Indra (not allowed),
IECISA, Ingenia, ITS, MDTel, Morse, Nextel, Powernet, S21Sec, Siemens,
SCC, Tecnocom, Telefónica, Wellness
• 8 Drive Promotions, including Giant Slalom V2
• 5 Approved Meetings
• 2 Declined Meetings
• Our goal was…
• 12 MDs Spain (2+18)
• 15 Events (7 + 1 pending)
• Situation Iberia
• Portugal
• 2 active users: Sysvalue (3rd) & Decunify (4th)
• 10 Pre-registered other main partners: Hardsecure, Regra, Maxiglobal,
IDW, Hardsecure, Fast Call, Convex, CPC IS, Connecting, Cilnet
• 2 Drive Promotions, including Giant Slalom V2
• 4 Approved Meetings
• Our goal was…
• 10 MDs Portugal (2 + 10)
• 10 Events (4)
• Promotion
• Vendors
• 8 vendors involved
• + Giant Slalom V2
• Next vendor: Vormetric
DRIVE CAMPAIGNS
A10 NETWORKS
AEROHIVE
ARBOR NETWORKS
NUTANIX
PALO ALTO NETWORKS
SOPHOS
TUFIN
ZSCALER
DRIVE BUDGET
€ 500,00
€ 1.500,00
€ 600,00
€ 500,00
€ 2.500,00
€ 600,00
€ 1.500,00
€ 600,00
SPENT
€ 0,00
€ 0,00
-€ 100,00
€ 0,00
-€ 500,00
€ 0,00
-€ 100,00
-€ 400,00
BALANCE
€ 500,00
€ 1.500,00
€ 500,00
€ 500,00
€ 2.000,00
€ 600,00
€ 1.400,00
€ 200,00
Portugal
Spain
Spain
Spain
Iberia
Spain
Spain
Spain
• Promotion
• Resellers
• 1:1 Marketing
• Plan for Top 20 partners
• Powerpoint in spanish
• Folder in spanish
• Emailing
• Communication
• On-line / Banners
• Social Media
• Webinars (pending)
• Suggestion of improvements
• EASIER REGISTRATION PROCESS
• Now the process is a bit confusing for the users:
• The MD should require access > Corporate Rewards receives >
Exclusive Networks approves…
… And after the MD has to invite their users!!
• Or EXN invites MDs one by one but…
• Sometimes e.mails are received as a spam
• Most of the times companies MD = User
• If this people do not receive or pay attention to the e.mail, we
can not send the invitation again!!
• We can not invite users for a company, only the MDs
• Suggestion of improvements
• EXN ADMINISTRATION
Manage Users:
• Now we can’t manage users
• We do not have direct access to their data, we can not edit…
Just see the status and events history!
• Suggestion of improvements
• EXN ADMINISTRATION
Drive Campaigns:
• We can not create
campaigns for new vendors
• No templates or option to
duplicate existing ones
• How allow a vendor to
approve meetings?
• Automated e.mails do not
work properly
• Suggestion of improvements
• EASIER PROCESS TO CREATE
EVENTS
• We suggest to be able to
create an event before or
after it happens
• No need to confirm the
meeting
• The only condition is to
inform us and/or the vendor
before the meeting
• When We, as Admin, click in
“Pending Events”, no events
appears but we can approve
or decline…
• Suggestion of improvements
• EXN ADMINISTRATION
Manage Users:
• Now we can’t manage users
• We do not have direct access to their data, we can not edit…
Just see the status and events history!
• Next steps / Expectations for next months >Spain
• In 2013 we are working with 139 Partners (160)
• All of them have received information about Drive by e.mail
--- STILL PUSHING!
• Focus on Top 20, who generates almost 80% of our business (Pareto’s Law)
--- Some of them has attended 1:1 presentations about Drive
• Only 2 Active Users: Acuntia (2nd) and Unitronics (8th) who generates 19%
of our global business
--- Our goal is to have 10 Active Users, increasing from 20 to 30 MDs
• Next steps / Expectations for
next months > Spain
• OUR MAIN GOAL IS TO
CONVERT ALL THESE
PARTNERS IN GREEN…
• … And to complete with other
smaller and perhaps more
active resellers
Reseller
Telefónica Soluciones, S.A.U
Business
12,57%
Acuntia, S.A.
Siemens
SCC
11,10%
7,83%
7,81%
BT
FUJITSU
5,66%
5,46%
Unitronics
SATEC
3,98%
3,10%
Telecor, S.A.
DIDATA
Nextel, S.A.
IECISA
Brújula
Impala
Bull
Grupo I.C.A, S.L
Indra
MDTEL
Arca
TECNOCOM
Grupo S21Sec
2,70%
2,52%
2,02%
1,94%
1,75%
1,51%
1,48%
1,46%
1,41%
1,32%
1,26%
1,23%
1,11%
HP
1%
80,21%
Situation Drive
1:1 Presentation SEPT
Pre-registered
MD & USER
Not allowed
1:1 Presentation
Pre-registered
Pre-registered
Not allowed
Request to Corporate Rewards
MD & USER
1:1 Presentation
Pre-registered
1:1 Presentation SEPT
…
…
1:1 Presentation SEPT
…
…
Internal problems
Pre-registered
Not allowed
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…
…
1:1 Presentation
Pre-registered
…
• Next steps / Expectations for next months > Portugal
• In 2013 we are working with 13 Partners (26)
• All of them have received information about Drive by e.mail
--- STILL PUSHING!
• Focus on Top 5, who generates almost 88,7% of our business
--- All of them has attended 1:1 presentations about Drive
• Only 2 Active Users Sysvalue (3rd) & Decunify (4th) who generates 20% of
our global business
--- Our goal is to have 5 Active Users (Compta, IDW, Sysvalue, Decunify &
Orbcom)
• UPDATE GIANT SLALOM V2
• Launched e.mailing during the Summer with
no results…
• MDs/users already pre-registered: 18 Spain
and 10 Portugal
• Our plan is to re-active now:
• New mailing September, 19th
• Jesús Sáez (BDM Palo Alto Networks
Spain) is dedicated to PAN partners -He
will register deals in the name of the
partners with their authorization…
Otherwise they will not do it 
• Diogo will do for portuguese partners
Marketing Plan Q3
3 Main Activities
• Vendors Workshops for Partners
• Infoblox (September)– Madrid. Just for active Partners
• Nutanix (October)– Madrid & on-line. Advanced and free training
• Nutanix (October)- Lisbon. Breakfast Meeting
• Palo Alto Networks (November) –Wildfire event. Madrid
• Others (TBC)
• End User Meetings
• Joomla Day! with Imperva in Albacete (September)
• Palo Alto Networks In Lisbon (October)
• Sophos - TBC (November)
• FireEye in Madrid (October)
• Aerohive in Lisbon, Madrid & Barcelona (October, November)
Marketing Plan Q3
3 Main Activities
• DATACENTER ECOSYSTEM (mix Partners and End Users)
• Marketing Plan including:
• Communication: press meeting, cooperations
with press, press releases, advertorials…
• Branding & advertising
• DataCenter Dynamics & DataCenter Market
• On-line MK: microsites, newsletters, banners…
• Social Media
• Stationery: printed brochure & PDF
• Goodies
• Lead generation >MK Automation & TMK
• Drive
• Lisbon Seminar (November, 5th)- end users and partners
• Barcelona Seminar (November, 6th)- end users and partners
• Madrid Seminar (November, 12th)- end users and partners
Marketing Plan
Other activities
• TradeShows: RedIris (Arbor, Infoblox,
Arista and PAN) and asLAN (Zscaler &
Aerohive)
• Seminars co-participated with partners
• Communication & PR
• Email Campaigns
• Regional Promotions
• Palo Alto Networks
• Aerohive Networks
• ProofPoint
• Advertising
How we are promoting
Externally
• Present Drive at partner visits – invite MD at the spot
Make MD invite Normal Resellers directly
• Present Drive in webinars
• Bring up Drive during quote requests
• Notify / Chase Resellers after POs
How we are promoting
Internally
• Chase after deal registrations
• Chase after POS Reports
• Agenda item on weekly meetings
• Set up Drive goals for Sales Team
Main Issues
Getting resellers into Drive
• Local PAN Team doesn’t want MDs to be bothered with invitation process
• Local EXN admin should be able to invite normal resellers directly
Shouldn’t Normal Reseller users be responsible to meet
their Company Compliancy rules themselves?
Main Issues
Unattractive promotions
Aerohive Networks
At first - 25+ APs in oppty in Retail sector (+ invite local sales rep)
Later
- 50+ APs in oppty any sector (+ invite local sales rep)
Palo Alto Networks
Book a meeting with a TOP500 company and earn 50 Drive Points
- Low reward for achievement
- Not attractive for Silver partners
Main Issues
Inefficient Processes
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Takeover VADition by Exclusive Networks in 2011
Local systems have been evaluated
No development local systems ever since
Waiting for more than 2 Yrs for new systems
Small team
A lot of time is spend on verifying Quotes/Purchase Orders and Sales Orders
This time should be spend on Marketing!
Let’s change the way we work!
Let’s start with new systems ASAP!
Feedbacks and
Country Expectations for the
next months
• Enable EXN admin to invite normal resellers directly
• Set up MDs invite email to allow the users to delegate
the EN admin to invite their employees on their behalf
• Point out opportunities with Drive Points for company
• Invites
• Personal contact
• Prereg list
• Register Purchase Orders since Jul – Sep to get them
started
• Check on POS reports
• Chase partners to register deals
• Monthly “personal” update: Are they in or are you out?!
main activities
• Partner Development
Aerohive Networks & Palo Alto Networks
• Partner Recruitment
Arbor Networks, Brocade, LogRhythm, Nimble Storage & Proofpoint
• Event Management
Enduser & Partner Events
Best campaign past Q
Palo Alto Networks – Partner Event
• Transfer of Information
Session
• Over 60 attendees
• Ended with quiz / lottery
• Price 6x € 300 Drive
Vouchers
Country marketing plan
27SEP
Palo Alto Network – Citrix Partner Event (Sales + Tech)
OCT
5OCT
9OCT/5NOV/14NOV
23OCT
30/31OCT
30/31OCT
Create local content
Live38 XXL Enduser Social Event
Nimble Storage Lunch & Learns (Enduser)
Aerohive Networks Partner Event
Infosecurity 2013 (MEE)
Nimble Storage (Storage Expo)
NOV
NOV/DEC
7NOV
13NOV
14NOV
20NOV
LogRhythm Lunch & Learn Partner & Enduser
DEC
DEC
Translate website + SEO
US Embassy – Enduser Event (MEE)
Aerohive Networks Enduser Events with Resellers
ICT in Business Enduser Event
Cyber Security Event Enduser Event (MEE)
Insign IT – Enduser Event
Palo Alto Networks Partner Event
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Create Invite
Create Landing / Registration Page
Telesales support
Arrange Location / Catering
Provide presenter
Provide collateral
NEW EVENT IN PLANNING!
• High quality public - invitation only
• + 150 DMU endusers from TOP1000 Companies
Planned for
December 2013
Workshop Area
10:00 - Palo Alto Networks
10:30 - Aerohive Networks
11:00 - Palo Alto Networks
11:30 - Brocade
12:00 - Palo Alto Networks
12:30 - LogRhythm
13:00 - Palo Alto Networks
13:30 - Palo Alto Networks/LogRhythm
14:00 - Palo Alto Networks
14:30 - Aerohive Networks
15:00 - Palo Alto Networks/Brocade
15:30 - Arbor Networks
16:00 - Palo Alto Networks
16:30 - Aerohive Networks
Group Support
• Marketing Collateral
• Decision about systems
Any other ideas of biz to
discuss
• Group Discount (e.g. Exhibitions, etc.)
• Gifts (e.g. X-mas, NY, birthday, etc.)
• Corp YouTube Channel